Head of International Sales, FDA

Job Description:

The Role,

Fidelity Digital Assets (FDA) is seeking a Vice President of Sales to achieve bold business growth goals in onboarding international institutional clients to our enterprise-grade custody and execution services offerings. The position will report into the Global Head of Business Development. As a member of the business development leadership team, you will contribute to the strategic vision and direction of our growth, collaborate with business partners in FDA, and contribute as a positive and active leader. You will work to expand our client footprint internationally by filling both near and longer-term pipeline, onboarding, and funding new clients. You will be responsible for hiring, training, coaching, managing and leading a UK-based sales team focused on driving revenue growth with clients that match FDA's values.

• Proven professional success in building and leading an institutional sales team at a bank, broker-dealer or other financial or digital asset institution with a preference for technology-led services (e.g. prime brokerage, custody/clearing, electronic trading sales). Direct digital assets sales experience is required
• A minimum of 15 years of relevant financial services experience, preferably in the UK and EU regions.
• Understanding of technology, market and ecosystem as it relates to cryptocurrencies, Blockchain and initial coin offerings (ICOs), electronic execution, institutional custody, across various client segments and regions in Europe. Outside of Europe is a plus.
• Directly working on & leading sales staff in identifying potential opportunities, prioritization of prospective clients, pipeline development, financial assessment, transaction structuring, and implementation.
• Demonstrable understanding of institutional investors and intermediaries across the UK and Europe, Middle East and Asia, including asset managers, hedge funds, market-makers, brokers, corporate treasurers, and banks.
• Exceptionally strong interpersonal skills in managing internal and external relationships in a proactive, energetic and customer-obsessed way.
• Experience working in an autonomous and dynamic environment.
• Positive and progressive demeanour, entrepreneurial and results-oriented personality
• Exceptional communication, influence and negotiation skills for credible interactions with C-Suite execs on all aspects of relationship.
• Experience leading and driving a team in pursuit of goals in a positive and collaborative manner.
• Experience managing a client pipeline and driving results in a thoughtful and collaborative way.
• Strong understanding of disruption of value chain that is occurring due to Blockchain technology, and strategic leadership for what that means for Fidelity's businesses.
• Ability to quickly size up a market opportunity and understand the relevance of distribution channels.
• Ability to create, implement and influence clear sales plans across a diverse region with multiple client segments, dynamic regulatory environment with changing competitor base.
• Comfort with the sales toolkit, including experience with CRM systems, including Salesforce and development of sales materials.
• Delivering sales management excellence, developing sales capabilities through dedicated mentoring and coaching.
• Exceeding sales revenue and client acquisition targets.
• Building close, appropriate partnerships across the blockchain ecosystem, representing Fidelity's interests and objectives.
• Developing go- to- market strategies per segment & region and leading internally to develop and maintain channels for sales.
• Representing the International digital asset eco-system & customer voice with internal business partners.
• Representing FDA interests at industry conferences and trade shows, including public speaking at events.
• Leading and contributing to a climate that values and rewards contributions, drive, initiative, and achievement of results.